The REDX Podcast

Many real estate agents get into the business for freedom, only to find their business slowly taking over their marriage, health, faith, and time with family. In this episode of the REDX Podcast, host Curtis Fenn, President and COO of REDX, sits down with Lars Hedenborg, a real estate entrepreneur who completed 44 transactions in his first full year, scaled his business through systems, and went on to coach roughly 3,000 real estate agents. Lars shares why he’s now focused on The Ascent, a brotherhood for business owners who work too hard and worry too much, and what he would tell his younger self about building a business without collateral damage.

Lars explains why agents should measure success across more than one dimension, walking through seven areas of life: faith, family, fitness, finances, focus, future, and fulfillment. He shares how a 50-hour workweek with at least 20 hours dedicated to new business development, intentional time blocking, and clear agreements with your spouse can protect what matters most. He also discusses how agents can push through a tough market by staying consistent with lead generation, how AI tools can build plans, dashboards, and accountability systems in minutes, and why “anti-goals” can create motivation when it doesn’t come naturally. This episode is especially valuable for real estate agents looking to stay productive in a challenging market, set healthy boundaries, and build a business that supports the life they want.

Here’s What You’ll Discover in This Episode...

• Why over-functioning in business can quietly damage marriages, health, and relationships.

• How agents can stay productive and build a pipeline in a prolonged tough market.

• What the seven areas of life are and why business is only one part of the scorecard.

• How a defined workweek and dedicated lead generation time blocks can create consistency.

• Why growing a database of people who know you can be a reliable source of business.

• How agents can use AI to identify lead generation strategies and build accountability systems.

• What “anti-goals” are and how gamifying your goals can drive daily action.

• Why AI can become a distraction if it isn’t built around clear focus and priorities.

• How thinking about the long game can help agents be present with their families.

JUMP TO THESE TOPICS

02:00 – 🏡 Lars’s Journey in Real Estate

04:00 – ⚠️ The Hidden Cost of Over-Functioning in Business

08:00 – 📉 Staying Consistent in a Tough Market

12:00 – 🐸 Recognizing When Business Takes Over

14:00 – 🧭 The Seven Areas of a Balanced Life

18:00 – ⏰ Setting a Realistic Workweek

19:00 – 🤖 Using AI to Choose Your Lead Generation Strategy

22:00 – 📇 Building a Database That Generates Business

23:30 – 🎯 Why Focus Matters More Than Balance

27:00 – 📅 Time Blocking With Your Spouse

32:00 – 🔥 Creating Urgency When It Doesn’t Come Naturally

33:00 – 📊 Building AI Dashboards for Accountability

37:00 – 🎲 Gamifying Goals With Anti-Goals

43:00 – 🚧 Avoiding the AI Distraction Trap

46:00 – 🎣 The Fisherman Story and Defining Enough

48:00 – 💡 Where Agents Should Start

51:00 – ❤️ Protecting Your Marriage and Family for the Long Game

53:00 – 📚 Lessons From First Things First

REACH LARS:

⚡️ YouTube: https://www.youtube.com/@FreedomDrivenAgent

⚡️ Website: https://a12.life

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

Every real estate agent knows prospecting matters, yet many still struggle to pick up the phone. Often the real obstacle isn’t a lack of scripts or skills; it’s what’s happening beneath the surface. In this episode of the REDX Podcast, host Hannah Rabe sits down with Wally Bressler, a real estate coach, trainer, and industry leader with 28 years of experience in sales and real estate, 25 years of coaching and training, and the author of Rethink Everything You Know About Prospecting. Wally shares how his own turning point at age 51 shaped the way he helps agents overcome call reluctance, procrastination, perfectionism, and imposter syndrome.

Wally explains why call reluctance is often a symptom of unresolved experiences, and why the real mindset shift begins when an agent decides they’re done with the results they have. He walks through how to identify root causes, how triggers lead to avoidance, and how simple practices like square breathing and mindfulness can calm the brain’s protective response. He also challenges the common definition of cold calling, shares why rejection has nothing to do with you, and breaks down the six objection categories with real examples for handling “I want to wait until next year,” interest rate concerns, and sellers who don’t want to give up a low rate. This episode is especially valuable for real estate agents looking to overcome hesitation on the phone, handle objections with confidence, and build a more consistent prospecting habit.

Here’s What You’ll Discover in This Episode...

• Why unresolved personal experiences are often what keeps agents from the success they want.

• How the need to be liked and fear of rejection contribute to call reluctance.

• What causes the brain to default to avoidance when facing fears like picking up the phone.

• Why the real mindset shift starts with deciding you’re done with your current results.

• How square breathing and mindfulness can help calm triggers and reduce procrastination and perfectionism.

• What signs may indicate that call reluctance is affecting your business and life.

• Why most prospecting calls aren’t actually cold calls.

• How to handle the six objection categories by acknowledging feelings and asking better questions.

• What agents should do in the next 90 days to become better at prospecting.

JUMP TO THESE TOPICS

02:00 – 🎙️ Wally’s Background and Turning Point

05:00 – 💡 Why Agents Get Into Real Estate

07:00 – 📞 Why Agents Struggle to Pick Up the Phone

11:00 – 🧠 How the Brain Learns to Avoid Fear

13:00 – 🔄 The Mindset Shift That Creates Change

16:00 – 🔍 Identifying the Root Cause of Call Reluctance

21:00 – 🌬️ Using Square Breathing to Calm Triggers

25:00 – 🚩 Signs Call Reluctance Is Holding You Back

27:30 – ❄️ What a Cold Call Really Is

30:00 – 🥦 Why Rejection Has Nothing to Do With You

35:00 – 🗣️ The Six Objection Categories

36:00 – 📅 Handling “I Want to Wait Until Next Year”

41:00 – 📈 Overcoming Interest Rate Objections

47:00 – 🚀 Becoming Better at Prospecting in 90 Days

48:00 – 💪 Feeling the Fear and Doing It Anyway

REACH WALLY:

⚡️ Facebook, Instagram, X, and LinkedIn: @WallyBressler

⚡️Book: Rethink Everything You Know About Prospecting (available on Amazon)

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

For real estate agents, social media is about more than posting property photos. It’s a chance to show your expertise, build trust, and help potential clients understand what makes an agent different. In this episode of the REDX Podcast, host Hannah Rabé sits down with Rachel Warrell, a Northwest Florida real estate agent serving coastal markets including Panama City Beach, 30A, and Destin. Rachel shares how she uses social media to showcase coastal properties while educating buyers and sellers on what matters when buying real estate in her market.

Rachel explains why effective content should reflect an agent’s personality, expertise, and ideal clientele. From highlighting property features and explaining considerations such as HOA requirements and beach access to maintaining a consistent visual identity, she emphasizes the importance of creating content with a clear purpose. She also discusses how understanding a property’s potential buyer helps shape its marketing and why an agent’s online presence should offer genuine insight into both their work and who they are. Rather than simply following trends, agents can use social media to demonstrate their knowledge, communicate their value, and connect with the people they want to serve. This episode is especially valuable for real estate agents looking to develop a recognizable personal brand, market listings more intentionally, and create content that builds meaningful client connections.

Here's What You'll Discover in This Episode...

• Why social media should communicate more than just the properties an agent has available.

• How educating buyers about coastal real estate can provide value beyond listing photos.

• What agents should consider when deciding which property features to highlight in their content.

• How a clear personal brand can help agents stand out in a competitive market.

Why consistent fonts, colors, messaging, and presentation contribute to a recognizable brand.

• How showcasing work ethic and consistency can help demonstrate professionalism to potential clients.

• Why understanding the intended buyer helps agents create more compelling property marketing.

• How sharing authentic aspects of their personality can help agents build connections with their audience.

• What agents can learn from refining their brand as their business and clientele evolve.

JUMP TO THESE TOPICS

06:00 – 📱 Getting Started With Real Estate Social Media

06:30 – 🌴 Marketing Coastal Properties With Educational Content

08:00 – 🏡 Attracting Buyers and Sellers Through Your Brand

09:30 – 🎯 Finding a Social Media Style That Fits You

11:00 – 🎨 Developing a Consistent Brand Identity

12:00 – 📹 Showing Your Work and Building an Audience

14:00 – 🤝 Connecting With People Through Authentic Content

16:00 – 📈 Evolving Your Brand as Your Business Grows

17:00 – ✨ Creating More Compelling Property Marketing

18:00 – 💼 Demonstrating Professionalism Through Consistency

REACH RACHEL:

⚡️ Instagram: https://www.instagram.com/rachelwarrellrealtor/

⚡️ Facebook: https://www.facebook.com/rachelwarrellrealtor/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

In this episode of the REDX Podcast, host Tyler Fenn sits down with real estate agent and experienced prospector Kent Brown for a myth-or-fact discussion about prospecting in today’s market. Is cold calling dead? Do successful agents really need to make hundreds of calls a day? And do scripts make conversations sound robotic? Drawing on Kent’s real-world experience and commitment to daily prospecting, they challenge common misconceptions and explain why picking up the phone remains a powerful tool for real estate lead generation.

Tyler and Kent discuss why cold calling has become more challenging, how to capture a prospect’s attention, and why making the first call is only the beginning. They explore the power of consistent follow-up, the importance of practicing scripts rather than reading them word for word, and how daily role-play can build confidence and improve conversations. They also break down the value of tracking every stage of the sales process, from calls and conversations to leads, appointments, signed contracts, and closings. By measuring these numbers over time, agents can make informed decisions based on actual performance rather than emotion or assumptions.

The takeaway is simple: prospecting may not always be easy or enjoyable, but consistency, preparation, and a commitment to the process can lead to meaningful results. This episode is a must-listen for real estate agents looking to strengthen their prospecting habits, overcome call reluctance, and build a more reliable approach to generating business.

Here's What You'll Discover in This Episode...

• Why cold calling is more challenging today but still has a place in real estate lead generation.

• How a friendly tone and using a prospect’s name can help capture attention quickly.

• Why hundreds of dials may be necessary to create enough conversations in today’s calling environment.

• How consistent follow-up helps agents build trust and understand a prospect’s timeline.

• Why scripts are tools for preparation and practice rather than word-for-word reading.

• How daily role-play can improve confidence and help agents handle objections more naturally.

• What prospecting metrics to track, from calls and conversations to appointments and closings.

• Why reviewing performance over time helps agents identify gaps and make better business decisions.

• How understanding the return on prospecting can help agents stay consistent even when motivation is low.

• Why committing to proven activities can be more effective than constantly searching for a new lead generation strategy.

JUMP TO THESE TOPICS

00:00 – 🎙️ Introducing the Myth-or-Fact Episode

01:00 – 📞 Myth or Fact: Is Cold Calling Dead?

04:00 – 🗣️ How to Capture a Prospect’s Attention

05:00 – 🔢 Why Call Volume Still Matters

09:00 – 🏡 Does the First Agent to Call Win the Listing?

13:00 – 📝 Do Scripts Make You Sound Robotic?

18:00 – 💪 Call Reluctance, Practice & Confidence

19:00 – 📊 Tracking the Numbers That Drive Your Business

23:00 – 💰 Understanding the Return on Prospecting

26:00 – 🔁 Consistency Over Constantly Reinventing the Wheel

29:00 – 🎯 Why Conversations Still Matter Most

31:00 – 🚀 The Takeaway: Commit to the Process

REACH KENT:

⚡️ Website: https://listingacademy.com/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products

In this episode of the REDX Podcast, Elena Kee, a technology and CRM expert, shares practical strategies for helping real estate professionals simplify their technology, stay organized, and build systems that can grow with their business. Through Kee Technology, Elena helps real estate agents, teams, brokerages, and mortgage professionals set up their CRM and supporting technology. She explains why agents should focus on creating simple, repeatable systems and a strong foundation before adding complex workflows, integrations, or automation.

Elena breaks down the four core components of a strong CRM foundation: defining stages, creating useful tags, building dynamic smart lists, and adding automations only after the first three pieces are in place. She also explains how agents can prioritize their daily follow-up, keep past clients and their sphere from being overlooked, use REDX and CRM integrations together, and make automation support not replace their personal conversations. Later in the episode, Elena shares a practical three-step CRM health check agents can complete this week and discusses how AI can be useful once the underlying CRM foundation is properly organized. This episode is especially valuable for newer agents and anyone who feels overwhelmed by their CRM or has too many leads without a consistent system for following up.

Here's What You'll Discover in This Episode...

• What newer agents often get wrong when setting up their CRM and technology stack.

• How to build a simple CRM foundation before adding complex automations and integrations.

• Why limiting your CRM stages can make your system easier to manage and use consistently.

• How to use tags and stages together to identify both where a contact is in their journey and what type of client they are.

• How smart lists can create a daily calling and follow-up routine based on contact activity and priority.

• How REDX and a CRM can work together to move prospects into the appropriate stage, tag, and follow-up campaign.

• Why automation should support your conversations, rather than replace the personal follow-up agents need to have.

• What can cause a CRM system to break down, including unnecessary stages, inconsistent tags, and disconnected automations.

• How to perform a simple CRM health check by reviewing stages, older leads without calls, and recently contacted leads.

• Why agents should establish their CRM foundation before adding AI and how Elena uses AI to support reporting, accountability, and daily operations.

JUMP TO THESE TOPICS

00:00 – 🎙️ Meet Elena Kee & Key Technology

03:00 – ⚙️ Common CRM Mistakes Agents Make

06:00 – 📊 Why Leads Fall Through the Cracks

10:00 – 🧱 The Four Foundations of a Strong CRM

14:00 – 🔥 Defining Stages & Prioritizing Contacts

19:00 – 🔗 Connecting REDX With Your CRM

20:00 – 📋 Building Daily Smart Lists

24:00 – 🤖 Using Automation to Support Follow-Up

27:00 – ⚠️ What Breaks a CRM System

31:00 – 🔍 How to Audit Your CRM This Week

35:00 – 💻 Simplifying Your Technology Stack

36:00 – 🤖 Using AI After the Foundation Is Built

REACH ELENA KEE:

⚡️ Website: KeeTechnology.com

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

In this episode of the REDX Podcast, Hannah Rabé sits down with Keeley Stevens to explore how paid advertising and organic social media can work together to support real estate prospecting. Keeley, who manages REDX’s social media strategy and organic content, explains how Ad Builder allows agents to use their REDX data to reach specific audiences on Facebook and Instagram. The conversation explores how agents can use different strategies for Expireds, FSBOs, FRBOs, GeoLeads, and pre-foreclosures while building stronger recognition between their name, their market, and real estate.

Throughout the conversation, Hannah and Keeley break down when to use reach and awareness campaigns versus traffic campaigns, how to customize ad templates, how to evaluate campaign performance, and why organic content is an important part of the process. Keeley also explains why advertising should not replace prospecting conversations and why agents should have an active, credible social presence before sending people to their profile through paid ads. From choosing the right message for each lead type to creating consistent content that shows both expertise and personality, this episode offers practical strategies to make social media a more intentional part of your prospecting system.

Here's What You'll Discover in This Episode...

• What Ad Builder does and how agents can use their REDX data to reach specific audiences on Facebook and Instagram.

• How continuously updated lead lists can help maintain campaign momentum without repeatedly rebuilding campaigns.

• Why advertising messaging should match the specific lead type and situation being targeted.

• How agents can use templates as a starting point while making their content more personal and recognizable.

• What reach and awareness versus traffic campaigns are designed to accomplish.

• How agents can use advertising alongside postcards, calling, open houses, and other prospecting activities.

• Why campaign budgets should be evaluated based on the size of the audience and the results being generated.

• How metrics such as CTR, CPC, reach, impressions, and clicks can help determine whether an ad needs to be adjusted.

• Why consistent organic posting helps build credibility when prospects visit an agent's social media profile.

• How agents can turn successful organic content into potential paid advertising.• What strategies can be used for Expireds, FSBOs, FRBOs, GeoLeads, and pre-foreclosures.

• Why paid advertising should support prospecting conversations rather than replace them.

JUMP TO THESE TOPICS

00:00 – 📣 Introducing Ad Builder & Paid Social Strategy

03:00 – 🔄 How REDX Data Updates Ad Audiences

08:00 – 🎯 Choosing the Right Ad & Audience

12:00 – 🎥 Customizing Templates & Creating Content

17:00 – 👀 Reach, Awareness & Traffic Campaigns

20:00 – 📬 Combining Ads With Postcards & Prospecting

22:00 – 💰 Setting Your Advertising Budget

31:00 – 📊 Understanding Ad Performance & Metrics

39:00 – 🏡 Strategies for Different Lead Types

44:00 – 📍 Using GeoLeads for Social Advertising

47:00 – ☎️ How Ads Support Prospecting Conversations

54:00 – 📱 Building Credibility Through Organic Social

59:00 – 🔁 Turning Organic Content Into Paid Ads

1:08:00 – 📈 Knowing When Your Ads Are Working

1:13:00 – 🚀 Getting Started & Improving Over Time

REACH KEELEY STEVENS:

⚡️Facebook Community: https://www.facebook.com/share/g/1ArVzBNT6a/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

In a challenging real estate market, consistent prospecting and meaningful conversations can help agents create new opportunities. In this episode of the REDX Podcast, Tyler sits down with Kent, an experienced real estate agent who shares how he uses circle prospecting to generate listing opportunities and build relationships with homeowners. Rather than relying solely on expired listings or traditional cold calling, Kent explains how he adapts his approach to changing market conditions by focusing on just-listed and just-sold properties, neighborhood outreach, and strategic follow-up.

Kent breaks down his process for prospecting around listings, including how he identifies the right homeowners to contact, customizes his call lists based on property type and price range, and follows up when a property is listed, goes under contract, and sells. He also shares how he uses REDX GeoLeads and Vortex to organize prospecting efforts, reach homeowners through multiple channels, and identify potential sellers in areas where buyers want to live. The conversation explores how postcards, phone calls, and consistent follow-up can work together to create future business, with Kent sharing that this approach can generate approximately one listing per month when he stays consistent with it. For agents looking to adapt to a changing market, build stronger neighborhood relationships, and create more listing opportunities through proactive outreach, this episode offers practical strategies they can put into action.

Here's What You'll Discover in This Episode...

• Why circle prospecting can help agents generate listing opportunities in a changing market.

• How Kent uses just-listed, just-sold, and under-contract properties to create a repeatable prospecting process.

• What to consider when selecting 100–150 nearby homeowners or targeting properties in a similar price range.

• How to customize prospecting lists for high-end homes and specific neighborhoods.

• Why informational calls can help agents build familiarity without immediately pushing homeowners to sell.

• How to follow up at different stages of a listing to create additional opportunities.

• What makes postcards, phone calls, and other outreach methods more effective when used together.

• How REDX GeoLeads helps agents connect with homeowners in areas where buyers want to live.

• Why filtering expired listings by equity may help agents focus on homeowners with more flexibility.

• How consistent prospecting can create more conversations, relationships, and opportunities to work with the clients they want.

JUMP TO THESE TOPICS

00:00 – 🎙️ Introduction: Prospecting in a Changing Market

03:00 – 📍 Understanding Circle Prospecting

04:00 – ☎️ Traditional Neighborhood Prospecting

05:00 – 🏡 Turning Listings Into More Opportunities

07:00 – 🎯 Targeting the Right Homes and Price Ranges

11:00 – 💬 The Just-Listed Call Strategy

14:00 – 🔁 Following Up When a Property Goes Under Contract

17:00 – 📈 How Circle Prospecting Generates Listings

21:00 – ⏱️ Building a Consistent Prospecting Routine

25:00 – 📬 Using Postcards and Vortex to Support Outreach

28:00 – 🏘️ Using GeoLeads to Find Opportunities Around Buyers

30:00 – 🌱 Finding the Low-Hanging Fruit and Staying Consistent

32:00 – 🔑 Getting Back to the Basics of Prospecting

REACH KENT:

⚡️ Website: https://listingacademy.com/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

In this episode, Colby shares how he moved from manually researching expired listings and spending significant time preparing individual prospects to using REDX to streamline his prospecting workflow. He explains how he uses the Power Dialer, Expireds, and GeoLeads, including using GeoLeads to identify potential opportunities when buyers are looking in specific areas. He also discusses how he organizes prospecting information, verifies contacts before moving them into GoHighLevel, and separates prospecting from long-term nurturing.

Colby Parker is a Jonesboro, Arkansas real estate professional who has been licensed since 2019 and has been working full-time in real estate since 2022. Before real estate, Colby spent years working in mental health, including visiting clients in their homes and helping them make progress. As he transitioned into real estate, he initially balanced both careers before going full-time. His journey highlights how intentional prospecting, consistent action, and a focus on serving people can help build a sustainable business.

Here's What You'll Discover in This Episode...

• How Colby's mental health background shaped how he approaches real estate conversations.

• Why moving from a broad prospecting approach to more intentional lead generation changed how he built his business.

• How conversational prospecting can create more authentic interactions than relying too heavily on rigid scripts.

• What Colby learned from manually researching expired listings and verifying prospects before making calls.

• How the REDX Power Dialer helps him move through larger prospecting lists more efficiently.

• How Colby uses GeoLeads when buyers are looking for properties in specific neighborhoods or areas.

• What questions Colby asks when a homeowner indicates they might consider selling for the right price.

• How he uses REDX to organize notes, dispositions, hot leads, and callback lists during prospecting.

• Why verifying contacts before moving them into his CRM helps keep his database more accurate.

• How focusing his prospecting on leads and listings supports the type of business and lifestyle Colby wants to build.

JUMP TO THESE TOPICS

00:39 – 🎙️ Meet Colby Parker & His Real Estate Journey

 02:00 – 🧠 From Mental Health to Real Estate

 07:31 – 🏡 Making the Transition to Full-Time Real Estate

 10:20 – 🎯 Moving Toward Intentional Lead Generation

 12:40 – 💬 Using Questions to Start Better Conversations

 14:00 – 🤝 Making Prospecting More Authentic

 17:17 – 📞 Finding a More Efficient Prospecting Workflow

 19:32 – ⚡ Moving to the Power Dialer

 30:10 – 🔎 Finding Opportunities Through Buyer Demand

 35:10 – 📝 Using Notes, Dispositions & Callback Lists

 36:20 – 🔄 Connecting Prospecting With the CRM

 40:20 – 📊 Verifying Leads & Measuring Prospecting Results

 41:50 – 📋 Shifting Focus Toward More Listings

 46:10 – ❤️ Leading With Value & a Servant's Heart

REACH COLBY PARKER:

⚡️Facebook: https://www.facebook.com/Cparkerrealestate/

⚡️Instagram: https://www.instagram.com/colby.parker.realtor/

RESOURCES:

 ⚡️REDX Prospecting Platform: https://www.redx.com/

 ⚡️REDX Services: https://www.redx.com/products/

In this episode, Keith Brown, a San Francisco Bay Area real estate agent with more than two decades of experience, shares how he used REDX for more than a decade to build his business through consistent prospecting. After spending 18 years as a professor at Cal State East Bay and selling real estate during the summers, Keith eventually transitioned into real estate as a more systematic business. 

Today, he focuses primarily on expired and canceled listings, while also working with FSBOs, notices of default, and notices of trustee sales. His disciplined prospecting approach has helped him generate more than $10 million in sales volume in a single year. Keith breaks down what it takes to consistently prospect expired and canceled listings and turn conversations into appointments. He explains his daily calling routine, his “seven days of pain” follow-up strategy, and why he believes the key to successful prospecting is focusing on the seller, not yourself. 

Keith also shares how he moved from relying heavily on scripts to using them as a foundation for genuine conversations, why asking open-ended questions is critical to uncovering motivation, and how persistence over time creates opportunities. He also walks through the prequalification process he uses after setting an appointment, his emphasis on communication and over-communication, and why he strives to be a “realtor for life.” This episode is especially valuable for agents looking to improve their expired prospecting, become more confident on the phone, and build a consistent system for generating appointments and long-term clients.

Here's What You'll Discover in This Episode...

• Why Keith considers expired and canceled listings a strong source of business.

• How he uses a daily calling routine to work through expired and canceled leads consistently.

• What Keith means by his “seven days of pain” follow-up system.

• How he overcame his early struggles with scripts and became more comfortable having real conversations.

• Why asking open-ended questions is essential to discovering a seller’s true motivation.

• How persistence over time can lead to appointments even when many calls result in hang-ups.

• Why agents should focus on the person they are speaking with rather than worrying about themselves.

• How Keith prepares for listing appointments using a prequalification form and structured communication.

• Why over-communicating with clients can make the real estate process calmer and easier.

• What Keith believes agents should understand about asking for the appointment and finding motivation.

JUMP TO THESE TOPICS

00:01 – 🏡 Keith's Journey Into Real Estate

02:05 – 🎯 Why Keith Focuses on Expireds & Canceleds

02:31 – 🔴 How Keith Discovered REDX

06:12 – 💡 Why Expireds Are a Strong Lead Source

07:07 – 📞 Calling, Mailings & Social Media Prospecting

08:35 – 🔁 The “Seven Days of Pain” Follow-Up System

10:01 – 📱 Overcoming the Challenge of Video & Social Media

12:29 – 📖 Learning Scripts & Becoming a Better Prospector

14:16 – 🗣️ Asking Questions to Find Seller Motivation

17:30 – 🎯 Advice for New Agents & Prospectors

18:12 – 💪 Persistence & Always Asking for the Appointment

22:53 – 📋 Preparing for the Listing Appointment

25:35 – 📧 Communication & Over-Communicating With Clients

26:55 – 🤝 Building Referrals & Becoming a “Realtor for Life”

29:20 – 📁 Keith's Favorite REDX Features

30:21 – 📞 The Biggest Myth About Cold Calling

31:48 – 🔑 Keith's Biggest Advice: Ask the Right Questions

REACH KEITH BROWN:

⚡️Facebook: https://www.facebook.com/KeithBrownRealEstate/

⚡️Website: https://www.keithbrownrealtor.com/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/

In this episode, Keith Brown is a San Francisco Bay Area real estate agent with more than two decades of experience and more than a decade using REDX to build his business through consistent prospecting. After spending 18 years as a professor at Cal State East Bay and selling real estate during the summers, Keith eventually transitioned into real estate as a more systematic business.

Today, he focuses primarily on expired and canceled listings, while also working with FSBOs, notices of default, and notices of trustee sales. His disciplined prospecting approach has helped him generate more than $10 million in sales volume in a single year. Keith breaks down what it takes to consistently prospect expired and canceled listings and turn conversations into appointments. He explains his daily calling routine, his “seven days of pain” follow-up strategy, and why he believes the key to successful prospecting is focusing on the seller rather than yourself.

Keith also shares how he moved from relying heavily on scripts to using them as a foundation for genuine conversations, why asking open-ended questions is critical to uncovering motivation, and how persistence over time creates opportunities. He also walks through the prequalification process he uses after setting an appointment, his emphasis on communication and over-communication, and why he strives to be a “realtor for life.” This episode is especially valuable for agents looking to improve their expired prospecting, become more confident on the phone, and build a consistent system for generating appointments and long-term clients.

Here's What You'll Discover in This Episode...

• Why Keith considers expired and canceled listings a strong source of business.

• How he uses a daily calling routine to work through expired and canceled leads consistently.

• What Keith means by his “seven days of pain” follow-up system.

• How he overcame his early struggles with scripts and became more comfortable having real conversations.

• Why asking open-ended questions is essential to discovering a seller’s true motivation.

• How persistence over time can lead to appointments even when many calls result in hang-ups.

• Why agents should focus on the person they are speaking with rather than worrying about themselves.

• How Keith prepares for listing appointments using a prequalification form and structured communication.

• Why over-communicating with clients can make the real estate process calmer and easier.

• What Keith believes agents should understand about asking for the appointment and finding motivation.

JUMP TO THESE TOPICS

00:01 – 🏡 Keith's Journey Into Real Estate

02:05 – 🎯 Why Keith Focuses on Expireds & Canceleds

02:31 – 🔴 How Keith Discovered REDX

06:12 – 💡 Why Expireds Are a Strong Lead Source

07:07 – 📞 Calling, Mailings & Social Media Prospecting

08:35 – 🔁 The “Seven Days of Pain” Follow-Up System

10:01 – 📱 Overcoming the Challenge of Video & Social Media

12:29 – 📖 Learning Scripts & Becoming a Better Prospector

14:16 – 🗣️ Asking Questions to Find Seller Motivation

17:30 – 🎯 Advice for New Agents & Prospectors

18:12 – 💪 Persistence & Always Asking for the Appointment

22:53 – 📋 Preparing for the Listing Appointment

25:35 – 📧 Communication & Over-Communicating With Clients

26:55 – 🤝 Building Referrals & Becoming a “Realtor for Life”

29:20 – 📁 Keith's Favorite REDX Features

30:21 – 📞 The Biggest Myth About Cold Calling

31:48 – 🔑 Keith's Biggest Advice: Ask the Right Questions

REACH KEITH BROWN:

⚡️Facebook: https://www.facebook.com/KeithBrownRealEstate/

⚡️Website: https://www.keithbrownrealtor.com/

RESOURCES:

⚡️ REDX Prospecting Platform: https://www.redx.com/

⚡️ REDX Services: https://www.redx.com/products/